Regional Account Sales Manager or National Account Sales Manager
Resume:
Timothy Alexander Williams
Lake Worth, FL 33463
Ph.: 561-***-****
********************@*****.***
Career Summary
A highly motivated and innovative sales and marketing professional with a diverse background with consumer package products and medical sales. Strong selling skills, interpersonal skills and experience at starting up new product categories and managing all phases of a product life cycle in a wide variety of trade classes. An action oriented professional who has excellent leadership, communication, analytical and problem solving skills with expertise in the following key areas:
Strategic Marketing • Sales Management • Multiple Complex Tasks Concurrently
Category Management • Negotiating • Broker - Distributor Management
Professional Experience
Ghirardelli Chocolate Company 2006 - 2017
Eastern Regional Specialty Sales Manager
Responsible for driving sales within Specialty Retailers located in the eastern part of the United States and a significant number of national Specialty and Off Price Retailers.
Increased net sales in 2016 from $27,910,409 to $33,980,034 which represents a 22% increase or $6,069,625 in incremental sales!
Increased net sales in 2015 from $17,459,492 to $27,910,409 which represents a 60% increase or $10,450,917 in incremental sales!
Responsible for creating sustainable long term partnerships, operating within gross profit margins, identifying and leveraging incremental sales opportunities within the Specialty retail market and expanding our sales in existing customers.
Identified and created unique items, distribution programs and policies to drive our mutual success within the Off Price retailers. Specific retailers include TJ Maxx, Marshalls, HomeGoods, Ross Stores, Tuesday Morning and Burlington.
Leveraged regional - national IRI – AC Nielsen data to drive our mutual sales success during category – POG reviews. Specific examples include Michael’s, Joann Fabric, Staples, Paradies Gift Shop and Five Below. These retailers added between 8 – 15 Ghirardelli items to their existing assortment within the past 12 months to drive exceptional sales results.
Leveraged permanent displays to drive our exceptional incremental sales success. For example, I designed and placed 678 counter displays at Cracker Barrel which generated over $1 million dollars in annual sales. I have also placed 178 displays at Books a Million that is generating over $350,000 per year.
Worked with my existing customers to reduce our “cost to serve” model.
Managed 5 Broker Teams with 17 Sales Representatives to drive our sales success, expand our sales coverage and control my costs.
In depth management experience of forecasting and deduction management.
The Gillette Company, Boston MA 1991 – 2006
Gillette National Account Executive – Special Markets Division 2003 – 2006
Responsible for over 400 accounts in N. America and over $58 million dollars in sales via telesales, ecommerce, premium market and hospitality industry. Achieved 114% to overall quota and individual Business Units performance ranged from 107% to 125% to quota.
Supervised, trained, motivated and coached a Broker Team with 11 representatives.
Designed and implemented 14 retail call campaigns that generated over $1.8 million dollars in sales for our new items and allowed us to achieve our “speed to shelf” and ACV objectives.
Reduced the cost of disposing discontinued items for Gillette by 21%. We also lowered our promotional funding by 14% by leveraging these discontinued items and did not cause any market disturbances.
Developed and implemented an internet strategy for Gillett that increased sales from under $2 million dollars in 2002 to over $14.5 million dollars. Key internet accounts include Amazon.com, DrugStore.com and TheEssentials.com.
Created and implemented a refurbishment program for the Braun shavers that generated over $2.5 million in incremental annual sales.
Gillette Account Manager – Government Markets Divisions 2002 – 2003
Responsible for identifying and penetrating niche markets for the sales of Gillette’s product lines in the United States. Target markets included inter-city, premium and incentive industry, direct mail, travel industry and catalog sales.
Sales increased from $2.3 million in 2001 to over $6.7 million in 2003.
Responsible for hiring, managing and training 19 independent sales organizations.
ThermoScan National Sales & Marketing Manager 1996 – 2001
Managed all aspects of an $11 million dollar infrared thermometer line in North America. Key responsibilities were to drive product acceptance and usage among Pediatricians and Family Physicians to create consumer awareness and endorsements for our Home Models.
Sales increase by 14% in 2000 and annual average sales increased by 8.7%.
Key target market penetration was increased from 37% in 1996 to 57% in 2000.
Developed the strategic plans that were implemented by 8 Regional Sales Managers and over 125 medical distributors.
Planned and executed all aspects of the introduction of the Pro 3000 Infrared Thermometer in 2000. This included the design and production of all collateral marketing material.
ThermoScan National Account Manager 1994 – 1996
Developed and managed ThermoScan’s top seven national medical distributors and two buying groups in the United States.
Increased sales from $5.3 million to $6.4 million, which represents a 20% increase, in 1996.
Increased sales from $4.2 million to $5.3 million, which represents a 26% increase, in 1995.
Designed and implemented regional and national promotional programs for distributors and distributor sales representatives. Annual promotional budget exceeded $500,000.
Coordinated the implementation of the strategic plans for keys accounts with 21 District Managers.
ThermoScan District Sales Manager 1991 – 1994
One of eight original representatives hired to introduce new tympanic thermometer in the Southeast for a national start-up medical manufacturer specializing in alternate care and retail sales.
Created a network of 34 medical distributors and 15 drug wholesalers, which generated annual sales of over $2.6 million dollars.
Achieved 127%, 111% and 116% quota in 1992, 1993 and 1994 respectively.
Achiever of the Year in 1994.
Education
Bachelor of Science Degree with Honors in Business Administration, University of Florida, Gainesville, FL
GPA 3.26 and financed 100% of my college education
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